How Well Do I Manage Impressions

For each of the 22 strategies, describe how frequently you have used each in the last
six months while at work. Use the following rating scale to record your answers:
1 = Never behave this way
2 = Seldom behave this way
3 = Occasionally behave this way
4 = Frequently behave this way
5 = Often behave this way
Top of Form

1. Talk proudly about your experience or education.

1 2 3 4 5

2. Make people aware of your talents or qualifications.

1 2 3 4 5

3. Let others know that you're valuable to the organization.

1 2 3 4 5

4. Make people aware of your accomplishments.

1 2 3 4 5

5. Compliment your colleagues so they'll see you as likable.

1 2 3 4 5

6. Take an interest in your colleagues' personal lives to show them that you are
friendly.

1 2 3 4 5

7. Praise your colleagues for their accomplishments so they'll consider you a nice
person.

1 2 3 4 5

8. Do personal favors for your colleagues to show them that you're friendly.

1 2 3 4 5
9. Stay at work late so people will know you are hard working.

1 2 3 4 5

10. Try to appear busy, even at times when things are slower.

1 2 3 4 5

11. Arrive at work early in order to look dedicated.

1 2 3 4 5

12. Come to the office at night or on weekends to show that you're dedicated.

1 2 3 4 5

13. Be intimidating with coworkers when it will help you get your job done.

1 2 3 4 5

14. Let others know that you can make things difficult for them if they push you
too far.

1 2 3 4 5

15. Deal forcefully with colleagues when they hamper your ability to get your job
done.

1 2 3 4 5

16. Deal strongly or aggressively with coworkers who interfere in your business.

1 2 3 4 5

17. Use intimidation to get colleagues to behave appropriately.

1 2 3 4 5

18. Act like you know less than you do so people will help you out.

1 2 3 4 5

19. Try to gain assistance or sympathy from people by appearing needy in some
area.
 1 2 3 4 5

20. Pretend not to understand something to gain someone's help.

1 2 3 4 5

21. Act like you need assistance so people will help you out.

1 2 3 4 5

22. Pretend to know less than you do so you can avoid an unpleasant assignment.

1 2 3 4 5 Bottom of Form

HOW WELL DO I MANAGE IMPRESSIONS?

Your scores are:

Top of Form
3
Self-Promotion:
2
Ingratiation:
1
Exemplification:
3
Intimidation:
1
Supplication:
Bottom of Form

Most of us are concerned with the image others have of us. Impression management is
the process by which people attempt to control the impression others form of them.
This instrument assesses the degree to which you use five impression management
strategies. Items 1 through 4 tap self-promotionÑthe extent to which you point out your
abilities or accomplishments in order to be seen as competent by others. Items 5 through
8 assess ingratiationÑthe extent to which you do favors or use flattery in order to be seen
as likable by others. Items 9 through 12 tap exemplificationÑthe extent to which you
engage in self-sacrifice or go above and beyond the call of duty in order to be viewed as
dedicated by others. Items 13 through 17 assess intimidationÑthe extent to which you
signal your power or potential to punish in order to be seen as dangerous by others.
Finally, items 18 through 22 tap supplicationÑthe extent to which you advertise your
weaknesses or shortcomings in order to be viewed as needy by others.
The strategies with the highest scores are the ones you most often use. Consistent scores
of 2.3 or less suggest you make little use of impression management techniques. In
contrast, multiple scores of 3.5 or higher indicate active use of impression management.
For comparative purposes, a survey of 147 professionals and managers who work for a
Fortune 500 technology firm resulted in the following mean scores: self-promotion =
2.95; ingratiation = 2.95; exemplification = 2.29; intimidation = 1.91; and supplication =
1.62.